Deployment, Focus, and Measuring Effectiveness

Frank V. Cespedes

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Background Note | HBS Case Collection | October 1989 (Revised November 2006)

Deployment, Focus, and Measuring Effectiveness

by Frank V. Cespedes

Abstract

Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts.

Keywords: Performance Effectiveness; Sales; Marketing;

Format: Print

6 pages

Educators Purchase

Citation:

Cespedes, Frank V. "Deployment, Focus, and Measuring Effectiveness." Harvard Business School Background Note 590-044, October 1989. (Revised November 2006.)

About the Author

Frank V. Cespedes

MBA Class of 1973 Senior Lecturer of Business Administration

Entrepreneurial Management

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Deployment, Focus, and Measuring Effectiveness

Abstract

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